Job Description

### Role description


Role Purpose: Supports the requirements of Key Accounts for Sterlite. Provides end to end support to KAM Key Accountabilities: B.Tech/MBA with 0-5 years of experience in private sector B2B sales for the product / service / software business Preferred Experience and Qualification:
Responsible for data collection/analysis and reporting for sales function


Supports in identifying their needs and suggesting specific products or services


Understand and translate on ground customer needs and recommend product customization/ development based on those identified needs


Co-ordinates with Sales team to ensure proper response to RFP and RFQ raised by the key account


Helps build a strong case for Sterlite by educating the customer about customized offerings


Acts as a key point of contact between an organization and its clients


Contacts existing customers to discuss and give recommendations on how specific products or services can meet their needs


Support in the account management activities including need identification and suggesting specific products or services


### Skills


Primary Objective :

To propel our next phase of growth, STL is further investing in the Global Public Sector organization. We're building a team of collaborative individuals who are passionate about the opportunity to transform the Public Sector with our services in the space of System Integration.


Roles and Resposibilities:


Sales Activities

Accountable for Achieving sales target in the space / marketplace of Public Sector:

• Experience
• IT Services - experience in selling in the space of IT System Integration involving competencies of Networking, Compute, Storage, Cloud Services, Managed Services, and other Allied Services.
• Deep customer connects in various departments of Public Sector
• Should have knowledge about the procurement process of Public Sector
• Ability to understand the need of customers.
• Own the industry solutions, aligning industry content, product capabilities, partners, and stitching them to tell a story and align to customer's key business imperatives.
• Regularly meet with customers and partners to gather feedback, and internally enable to provide solutions.
• Be the voice of the customer internally and enable partners with solutions.
• Develop business plan and sales strategy.
• Ability to achieve the planned sales targets.
• Experience in meeting monthly targets. Yearly targets pegged around Rs 1000 cr per annum.
• Ability to build a strong lead pipeline with a predictive Order Book and Revenue Realization.
Drive Value Propositions


• Research key industry and solution trends from various sources including publications, thought leaders, industry conferences and events.
• Attend external events of partners, competitors, and customers to bring knowledge to internal teams, and use extensive ongoing industry knowledge to define and update industry personas and value propositions for each.
• Develop a strong network with customers and stakeholders in various Govt Bodies
• Maintain up-to-date domain assets. Identify gaps in foundational needs such as customer stories, demos, assets, and enablement, creating action plans to address these needs.
• Offer thought-leadership both internally and externally on domain-related topics and actively engage in speaking, teaching, advocating, and championing the mission area in various forums, including webinars, podcasts, EBCs, customer calls, and more as a representative of the sector.
• Create and lead a Center of Excellence on Public Sector & Intelligence
• Partner closely with solution and field marketing to develop relevant and engaging assets.
• Work closely with marketing teams to align assets and events to the GTM strategy.
• Co-innovate solutions with internal team of Solution Architects to reimagine complex customer challenges. Value proposition and Value engineering actions.


Stakeholder Management



Accountable for ensuring a better team performance:

• Develop a strong bonding with customers.
• Promotes positive and productive working relationships with internal and external stakeholders.
• Ability to influence cross functional teams to achieve defined targets

Reporting Functions

• Strong organizational sales planning and analysis skills
• Provide reports on various KPIs of sales and other initiatives in an impactful manner to the senior management like the executive committee and the board.
• Monitor and timely report on Sales Targets
• Take signs and indications from organizational and allied function dashboards and report the impact


Management and Leadership


• Champion and role model STL Values and Behaviours while proactively working to develop a positive culture in the function and the wider business
• Manage department budget effectively.
• Bring strategic leadership to the function, ability to showcase the achievements and shortcomings of the function at a senior management level


Skills and experience:



Essential Experience

• 10-15 years or more experience in manufacturing in a similar industry with exposure to Sales in Public Sector and Defense as mentioned in this document.
• Ability to strategize the sales goals and align strongly with company's objectives and philosophies.
• Create and work with cross-functional teams and deliver in a matrix structure
• A deep understanding of internal controls, governance routines and key risk factors
• Demonstrated experience in consulting with customers and providing custom solution in the space of IT System Integration
Desirable

• Engineering Degree, master's degree - MBA


Preferred Industry

• MSIs , Large IT organization selling IT Infrastructure, OEMs in IT
• Software Industry and Cloud Service Players